June 2009

June 29, 2009

Business presentations often fail due to a fatal lack of boldness, according to communications expert Granville N. Toogood of Darien, Conn., author of the articulate executive. Because entrepreneurs must constantly persuade, sell and lead, they of all people need to know the secrets of clarity and forcefulness. Toogood underlines the point with a startling statistic: Audiences typically decide whether someone is worth listening to within eight seconds after he opens his mouth. Business leaders are quick draw decision makers too. Toogood describes riding up an elevator with two CEO's of chemical companies who hadn't seen each other in years. By the time they reached the 30th floor, they'd agreed to merge their corporations.

In a world that moves fast, success belongs to the bold. When they speak of publicly, most people are timid. They cover a meandering list of subjects, as if afraid of leaving something out. The result is disconnected, defensive and dull. Instead, make every word and idea in your speech point to a single inspiring idea, says Toogood. A schematic diagram of your talk should be shaped like a rocket, with the overarching idea as the warhead, and each subject and its illustrative examples pointing to it.When it comes to showing slides, insecurity tempts many to throw too much information onto a screen which confuses and bores audiences. Instead, restrict your graphics to a few powerful ideas. Make one point at a time. What is worth presenting as an image? A business change; growth; disaster; a vision of what’s possible.

When creating your slides, cut the visual clutter. Your task it to dramatize movement – so strip off as many words, numbers, borders and line wiggles as you can. Use thick, simple lines and bold sweeping arrows. The secret to persuading others to follow you is to exercise dramatically the courage to say exactly what you mean.

June 22, 2009

In the mind of a new member prospect, it is easier to make the decision not to buy your product or service than the possibility of making the wrong decision. Therefore, your goal is to help the prospect justify why they are not making the wrong decision.

Some useful techniques to help accomplish this are:Anticipate their objections in advance - play (be) the devil's advocate - here are some transition phrases to help you bring up that inevitable objection:

June 15, 2009

Remember that when you say it about yourself, it's bragging. When somebody else says it about you, it's proof.

Asking your customers and clients why they bought at the point of sale will provide you with invaluable information that will help with all subsequent sales.

Understanding someone's buying motives is 100 times more useful than your selling skills. When a customer or client gives you a compliment, ask them if they will put it in writing and ask for permission to use it in future marketing materials.

Written testimonials should be used for marketing materials only, not be used to sell. Verbal testimonials should be used in all verbal sales presentations and not be put in writing.

June 08, 2009

Don't feel timid about smiling into the telephone, even though it may seem a bit strange and unconventional. After you've reminded yourself to do it a few times, you'll find it comes naturally. And what can be nicer than a genuine, spontaneous smile that everyone can "hear." Your voice says all the right things about you - and your company.

June 01, 2009

A man was driving down an old country road while at the same time trying to read a map. Accidently driving off of the road into a ditch, his car got stuck in the mud.Walking to a nearby farm, he asked for help.

"Betsy can get you out of the ditch," said the farmer pointing to an old mule standing in the field. The two men and the mule made their way to the ditch.

The farmer hitched Betsy to the car and shouted, "Pull Emily, Pull Rocky, Pull Red, Pull Betsy," and the old mule pulled the car out of the ditch with little effort.

The man thanked the farmer and asked, "Why did you call out all those other names before you called Betsy?"

The farmer grinned and replied, "Old Betsy is just about blind and as long as she believes she is part of a team, she doesn't mind pulling."